The role...
The Senior Lead, Sales Operations will be instrumental in shaping business planning, go-to-market strategies, and operational execution for Dojo's sales teams, with a particular focus on direct sales channels. Responsibilities include partnering with Sales, Partnerships, Marketing, Finance, People, and Product teams to develop aligned plans and targets, manage the operational rhythm to achieve these goals, guide strategic initiatives, and improve processes for scalable revenue growth and operational efficiency. This position is crucial for Dojo to meet its key growth priorities and rapidly scale its revenue operations.
Part of the Revenue Strategy & Operations team, the ideal candidate will have a strong insight-led and consultative mindset, experience in working with stakeholders from business and technical backgrounds, the ability to thrive in a dynamic, fast-paced environment delivering against tight deadlines, and a passion for scaling operations. This is a full-time position and could be based in London.
What You Will Do...
- Support sales leadership in strategic and operational planning, including go-to-market strategies and execution plans, with a particular emphasis on enterprise, mid-market and inside sales.
- Partner with the Finance team and central Revenue Strategy & Ops team on financial planning and target setting, and with direct sales stakeholders on territory planning, quota setting and target account selection.
- Develop and implement go-to-market strategies for the direct sales channels, e.g. channel segmentation and operating models, new vertical expansion, org design and optimisation. Facilitate the operational cadence for the UK Direct Sales function (e.g. weekly sales calls) to review progress against targets, key initiatives and help the local teams execute against their plans.
- Drive key direct sales stakeholder meetings and facilitate alignment on key issues and opportunities.
- Optimise our sales processes to maximise sales productivity and reduce sales cycle times. Guide/support the delivery of impactful revenue enablement programs with the Revenue Enablement team.
- Enhance our sales technology stack and drive effective adoption of Salesforce, in partnership with the Enterprise Technology and Enablement teams.
- Identify, scope and drive critical projects and initiatives, partnering with cross-functional teams across the organisation.
- Provide business insights expertise to help drive initiatives critical to ongoing growth.
- Develop strong collaborative relationships with key stakeholders across the company and represent the local markets with cross-functional teams.
- Drive operational excellence through identification and execution of opportunity areas that create efficiency, remove obstacles, or create improved processes and approaches to the business.
What You Will Bring...
- Bachelor degree in business, finance, engineering or a related quantitative field. MBA a plus.
- Extensive experience in strategic planning, business operations, sales operations or revenue operations in a fast-growing fintech, SaaS or B2B technology company. Payments industry experience is a plus.
- Strong understanding of B2B sales operations, including sales strategies, processes and key revenue drivers across multiple channels (e.g. direct sales, partnerships, marketing).
- Experience in scaling sales channels and operations, including building foundational capabilities for new channels.
- Distinctive problem solving and analysis skills, ability to solve complex and diverse business problems (commercial, operational, organisational), and to drive projects from strategy to execution.
- Able to develop or oversee advanced quantitative analysis and derive actionable insights.
- Strong direction, influence and execution at all cross-functional levels of an organisation.
- Results and detail-oriented, with strong commercial/business acumen.
- Excellent written and verbal communication skills.
- Advanced proficiency in Excel, Google Suite, Salesforce and business intelligence tools.
